Title:  Key Account Manager

Job Summary

• The role involves discussion, negotiating and execution of contract deals with customers including private hospitals, GP and group Pharmacy
• To assist in enlistment of newly launched products both in private and government channels
• Constant engagement with key decision makers / group purchasers to ensure deals signed are on track
• To propose to marketing team on potential partnership with potential customers in running disease and product specific scientific meeting / public events and ensure timely execution
• To conduct constant review of deals signed and gather market intelligent
• To assist in mapping on key stakeholders that portfolio may need to engage to drive uptake
• To help identify opportunities and bring forward proposal to maximize on portfolio assigned  
• Ensure execution of territory-specific marketing activities aligned with defined KPIs and active support of broader marketing initiatives and events.

General Responsibilities

• To align with Product Managers of assigned clients on strategic plan and deal for the year for specific accounts
• Manage business discussion / negotiations, including trading terms, trade conditions, DA rate etc. to facilitate effective sales agreements to achieve sustainable business growth and profitability
• Provide market insights and category/product trends with actionable recommendations for strategic business optimization together with marketing and sales team
• Monitor trade activation / initiatives execution and post-evaluation analysis for review of improvement and action plan for out of plan (if any)
• Work collaboratively cross functionally with marketing /trade marketing, sales team, operation team and medical to ensure effective communication and implementation
• Mapping of key stakeholders to engage to facilitate product listing, driving product uptake based on contract signed
• Prepare quotation/tender prices, delivery and commercial terms in accordance with company policies.
• Conduct quarterly business review and business progress update for assigned customers.
•  Assist in any ad-hoc projects/tasks assigned by Senior Manager
• Work collaboratively cross functional team and cross therapeutics to leverage on synergy within DKSH Commercial Outsourcing
• Support internal stakeholders in relationship development with key customers. Conduct regular calls and visits to key stakeholders as per required frequency
• Analyze healthcare system trends, reimbursement dynamics, and competitive pricing landscapes to support access-related decision making.
• Design and propose value-based or outcome-oriented partnerships that align clinical, health economic, and commercial objectives.

Functional Skills and Knowledge

• Strong understanding of the pharmaceutical industry landscape, including market trends, competitor insights, customer behavior, and the Malaysian healthcare system.
• Proven sales expertise with assigned products/services, supported by a solid track record and an established network of industry contacts.
• Strong negotiation skills and ability to leverage on portfolio synergy within DKSH
• Sound understanding of regulatory requirements with assigned customers, including government channel and in dealing with bumi-agents
• Effective communication, negotiation, and relationship-building skills, particularly with healthcare professionals and key decision makers
• Strong analytical skills to support strategic decision-making.
• Fluent in English, both written and spoken.
• Ability to work independently while contributing knowledge and expertise across teams.

Education

• Bachelor's degree in Life Sciences, Health Sciences, or a related field.
• Preferably with prior experience in the pharmaceutical industry or a healthcare-related environment.
• Master’s in business administration or equivalent is an added advantage
• Minimum of 8 years’ experience in pharmaceutical environment.
• Proven experience in engaging and interacting with healthcare professionals (HCPs) in both private and government channel